Undoubtedly you have sat through many meetings to plan your business throughout your career. Many times (possibly too many to count) you have discussed the strategy your company is going to take, deciding on who will do what when and how. Yet do you realize that you have just spent countless hours discussing tactics?  Do you know the difference between...

Preparation is a very important part of having success in any sales situation.  Intimately knowing your product, knowing your customer, and knowing your market environment will set you up for that most precious part of any sales call… THE CLOSE. This is the part of the sale where you ask the prospect, client, customer or whatever you are calling the...

What in the heck does that mean? It means another skill the top 1%, possess in making the sales.  It means understanding the terrain in which the top 1% salesperson is going to making their sales call in.  It means knowing who the decision makers, influencers, environmental pressures, and who the “false buyers” are.  It means comprehending how long...

Are you prepared to close the sale? Any sales book worth its salt will tell you that you have to prepare before you make the call.  Yeah, I know that.  We all know that.  Yet it is amazing how many sales people just wing it when comes to the sales call.  That attitude means leaving either money on the table or losing the sale. What does simple...